Paul Bell, Former President Dell PLE, Former Strategy Consultant Bain & Co.
Paul Bell is currently an Operating Partner at Lead Edge Capital. Paul served as a senior operating executive at Dell from 1996 to 2012, where he developed and deployed business unit strategies that helped the company grow from $7 billion to $60 billion. Before joining Dell, Mr. Bell was a strategy consultant at Bain & Co. from 1990 to 1996, leading engagements in technology, logistics, consumer products, retail, banking and insurance.
On Enterprise Partnerships
Best Practices for enterprise partners
Be clear about goals and what both parties want to accomplish
Small companies often focus on distribution opportunity brought by an enterprise without considering potential relevant disconnects.
Considerations when partnering with large enterprises
Key to get outside counsel on enterprise’s history and initiatives
Enterprise may not be trying to drive value proposition the way a small company might think
Important to address specific milestones and deliverables for both parties
Power of the enterprise needing you
A small company fares best when it can provide something that’s a fundamental need not only for the enterprise but also for the executives in the room
Finding the right point person
Important to build relationships with people beyond business development – key to connect with counterparts who have operating responsibility
Considering the enterprise company perspective
Best relationships happen when small companies provide more than just financial gains
Signaling is a key component – partnership with a small company can demonstrate innovation as core to the leadership’s vision of the company
CEOs of younger companies help expand the leadership’s network and knowledge